Sr. Sales Representative - West

The Regional Sales Manager position is within the business segment Coatings and dedicated to the sales territory defined as the West region of the United States and Canada in its entirety. In this role the incumbent will work closely with the VP of Sales Coatings Americas, Technical Sales, Technology, Supply Chain and Marketing to ensure proper support and alignment.

• Identify and deliver on NBOs in the territory
• Fully understand, assess, clarify and validate customer needs on an ongoing basis
• Identify, uncover, quantify and prioritize growth opportunities (and risks) for Elementis products to drive profitable growth for Elementis, together with Marketing, Technical Sales and Technical Service
• Create an effective plan to capitalize on identified new business at customers in the territory
• Lead solution efforts that best address customer needs while remaining focused on the Elementis priorities, coordinate with required Elementis employees, address issues and proactively solve problems.
• Review business performance, rationale, and NBO’s with Leadership Team on a regular basis
• Develop a robust list of new business opportunities (NBO’s) for individual direct accounts in the territory including regional key accounts and distributor partners.
• Follow-up on new leads on a timely basis.
• Partners with supply chain and other internal stakeholders to evaluate investment opportunities for potential additional sales revenue

• Maintain and grow customers in the territory
  • Develop and maintain the relationships with current customers and potential customers as well. Grow your customer contact network at key accounts and distributors.
  • Review route to market, propose and execute plan to convert distributor sales into direct sales when beneficial.
  • To represent the Company on its products and technologies to customers and distributors(s). This includes the ability to negotiate pricing on behalf of the Company, within established guidelines.
  • Develop account growth plans for regional key customers.
  • Responsible for the creation, implementation and execution of a territory sales plan.
  • Serve as the primary customer contact for technical and business issues for direct accounts and distributors within territory.
  • Proactively provide analyses and recommendations on performance to the management to enable maximization of the sales, contribution margin and operating profit
  • Aligned with leadership set and deliver on the territory growth targets (targets for volume, revenue and margin, milestones), monitor progress and communicate proactively forecast and deviations
  • Ensure our products and technologies are understood by the customer and technical issues are solved, work closely with Technology, Finance, Customer service and Supply Chain and ensure that goals are aligned and issues are resolved in time
  • Ensure that customer information, meetings and agreements are recorded properly, in time, in full, in the agreed formats and systems
• Identify Market Trends and Opportunities
  • Conduct research, network and understand the trends, markets, customers, competitors, products, technologies, applications, contacts, value proposition, and company capabilities in Coatings markets.
  • Run a full analysis of the existing sales in those markets by working in cooperation with internal team.
  • Develop a full understanding of the added value that existing Elementis product portfolio is already delivering and generate ideas and projects for new products developments to boost sales in new applications.
  • Create and present business cases for opportunities identified
  • Arrange meetings with new prospects, understand their culture, their “pains & gains”, and introduce the Coatings value proposition
  • Work with others within Elementis to deliver proposals that speak to the prospect’s needs, concerns, and objectives, pursue leads and follow through to a successful agreement, lead the conversion of the prospect into a customer
  • Coordinate with other sales managers regionally and globally, share best practices, drive and track opportunities and successes
• General
  • Represent Elementis in a professional manner, demonstrate the required values and behaviors…